Taking it to the Next Level: Building a Comprehensive Fundraising Program Through a Campaign

1. Taking it to the Next Level: Building a Comprehensive Fundraising Program Through a Campaign Michael C. Andreasen Executive Director, Development and Alumni Relations Stephen M. Ross School of Business University of Michigan

2. Michael C. Andreasen background • Student Caller • Director, Annual Fund • Director, Major Gifts • Campaign Director • Executive Director

3. Comprehensive Fundraising Program Executive Summary • $100 - $100 million • Integration of Engagement Programs & Development • Role of Volunteers • The 'Campaign' Difference • Securing 'the Gift' in a Campaign

4. Comprehensive Fundraising Program • $100 - $100 million • Strong Annual Giving Program • Data is key • Phone & mail • Segmented solicitations • Compelling examples of impact • Active chair/volunteer • Consistent/coordinated communication

5. Comprehensive Fundraising Program • $100 - $100 million • Major Gifts: The Six Figure Pipeline • Energetic Diverse Development Officer Team • Target Annual Donors • DISCOVERY – DISCOVERY -- DISCOVERY

6. Comprehensive Fundraising Program • $100 - $100 million • Nucleus of Principle Gifts ($5 million+) • Sequence gift announcements • Boards/Volunteers/Organization CEO

7. $100 -- $100 million SUMMARY • Decide to be committed to a comprehensive program • Promote the concept in all strategy discussions • Promote successes • Benchmark

8. Integration of Engagement Programs & Development • Define your engagement program • Can’t do it all • What do your donors tell you they want or need? • Develop detailed business plan with benchmarking criteria • Set parameters • Multi-year plans/planning • Manage expectations

9. Integration of Engagement Programs & Development • Determine obvious/natural collaborative opportunities with Development • Regional activity • Communications • Data collection • Force communication between programs • Relocate staff • Create task forces • Staff retreats

10. Integration of Engagement Programs & Development • Lead by Example • Engage donors • Board leadership • Visit/attend club activities

11. Role of Volunteers • Advice • Strategy of organization • Engagement & Development Programs • Campaign Planning • Ambassadors • Hosts • Screening/rating • Solicitors • Donor pool • Principal gift prospects • Nucleus fund donors • Ross School • Alumni Board, Corporate Board, Visiting Committee, Campaign Cabinet

12. The Campaign • Feasibility • The 'Case Statement' • Planning/Build Out • Public Phase/University Wide Coordination • A Campaign is to fundraising as the Super Bowl is to a regular season game.

13. The Campaign • Feasibility • Internal readiness • Identified priorities • Gift potential • Role of consultants

14. The Campaign • The Case Statement • What is it? • Is it the holy grail? • What to do with it if you get it? • Does it ultimately become a brochure?

15. The Campaign • Planning/Build Out • Setting a timeline • Develop a gift pyramid • Set in place benchmarking • Hire the staff • Develop a 'public phase' plan

16. The Campaign • A Campaign is to fundraising the way the Super Bowl is to the regular season game • Fundraising fundamentals • Increased intensity • Unified voice • Targeted priorities • Broad internal participation • Investment in the Development program • Taking it to the next level and beyond

17. The Campaign • Securing ‘The Gift’ in a Campaign • The naming of the Stephen M. Ross School of Business at the University of Michigan

18. DISCUSSION

19. THANK YOU!